Pricer’s Points

Pricer’s Points: A Question About Pricing Models | Mark Stiving

Pricer’s Points: A Question About Pricing Models | Mark Stiving

“Mark, I was in your pricing class yesterday (I was the obnoxious one wearing a baseball cap) and it was very informative, I learned a lot. “I know you’re very busy, and I apologize for the imposition, but one thing we didn’t go over were different pricing models. For example, in our business we have […]

Pricer’s Points: Dos and Don’ts in B2B Pricing | Stephane Bratu

Pricer’s Points: Dos and Don’ts in B2B Pricing | Stephane Bratu

1. Work on coordinating pricing strategy with product management: Product rationalization is important and it is often the case that a distributor has too many vendors for the same type products (instead of having 3 vendors: good/better/best they might have 5 vendors). As we have seen many times, the distributor’s pricing effectiveness weakens because the purchasing […]

Pricer’s Points: Yo E, how do you deal with the anxiety of pricing… | Eric Hu

Pricer’s Points: Yo E, how do you deal with the anxiety of pricing… | Eric Hu

Anonymous asked: Yo E, how do you deal with the anxiety of pricing a commission/job for a client in person? I tend to avoid agreeing to things in person and I usually ask for 24 hours before I say yes to anything. It takes discipline because sometimes I get anxiety it appears sus to the […]

Pricer’s Points: 4 pricing tactics to boost revenues without increasing price | Alexander Stahmer

Pricer’s Points: 4 pricing tactics to boost revenues without increasing price | Alexander Stahmer

Pricing is not just about having the right price point, but to a large extent also about having the right price perception. Behavioral pricing is an area that provides you with several different tactics on how to communicate price and adjust your offer so that the price looks right.  #1 Offer alternatives and the ‘anchor’ effect […]

Pricer’s Points: Analytics for B2B Price Realization | Bhooshan Wabgaonkar

Pricer’s Points: Analytics for B2B Price Realization | Bhooshan Wabgaonkar

Warren Buffet famously said that “if you have to have a prayer session before raising the price by 10 percent, then you’ve got a terrible business”. However most businesses are facing an ever increasing pricing pressure, possibly due to lack of prayer sessions. The text-book answer to this situation is to increase value delivered to […]

Pricer’s Points: Does it really matter if Amazon eliminates list prices? | Garth Hoff

Pricer’s Points: Does it really matter if Amazon eliminates list prices? | Garth Hoff

Does it really matter if Amazon eliminates list prices? There have been several recent articles focused on the death of list pricing and/or on how list pricing is so deceptive that it’s useless anyway. Here is my take… 1 – This sounds like an overreaction to lawsuits where sellers are manufacturing list pricing that is […]

Pricer’s Points: Is your company going to commit pricing suicide? | Pepe Paez

Pricer’s Points: Is your company going to commit pricing suicide? | Pepe Paez

While we all understand what a price represents few realize the impact of prices in an organization. But pricing is not an occult science or the area of study only for post-graduates and C-level executives. Pricing is everywhere and sometimes it works against the very nature of understanding how to price your products. Why? Because […]

Pricer’s Points: HBR Article Review – Negotiation with Clients You Can’t Afford to Lose | Garth Hoff

Pricer’s Points: HBR Article Review – Negotiation with Clients You Can’t Afford to Lose | Garth Hoff

KEY TAKEAWAYS  1) Change the focus of the customer from seeing themselves as a “strategic account” to you as a “preferred vendor.”  Strategic Accounts try to use their clout to demand extra discounts.  Preferred Vendors provide the best solution for customer needs regardless of price. This is a major shift for most sales colleagues but […]

Pricer’s Points: Plotting Your Escape from “Pricing Prison” | Bob Sherlock

Pricer’s Points: Plotting Your Escape from “Pricing Prison” | Bob Sherlock

Positioning and Value as Escape Tools All too many customers focus just on the need to acquire the right product for the purpose—or get some work completed—as cheaply as they can buy it. Unless countered, that focus will put your business in “Pricing Prison.” If that’s where you find yourself, with little power to resist […]

Pricer’s Points: Does List Price Matter? | Michael Calogridis

Pricer’s Points: Does List Price Matter? | Michael Calogridis

1. List price allows for the setting of net price that can be reflective of any discounts and or promotions, thereby incents increased purchase activity. 2. Having a list price (as your starting point) also allows you to differentiate (on net price) highly valued customers from those who do not purchase. Granted, this fits into […]